your guide to attracting and retaining customers to grow a ... · pdf filea herbalife umbrella...

Your guide to attracting and retaining customers to grow

a sustainable business.

Use, Wear,

Talk

Nutrition for a better life.

Contents

Use, Wear, Talk

2

Contents4 Use, Wear, Talk...

8 Healthy Breakfast

16 Wellness Evaluation

22 Shake Party

26 Weight Loss Challenge

42 Wellness Centre

50 Nutrition Club

52 Total Plan

56 Roadshows and Sampling

64 10 steps to building a successful and sustainable business

66 Monthly tracking chart

What is Daily Consumption?

A Herbalife umbrella term for all business methods which focus on building a sustainable business by creating lifelong customers and thereby resulting in enhanced customer retention, Distributor retention and success. This, in turn, supports Distributor recruitment.

3Your guide to attracting and retaining customers to grow a sustainable business

Growing your organisation by using the right business methodsWhether you work part-time or full-time, every Distributor has a preferred style of operating their Independent Herbalife business; how they stay in touch with customers and how they retail Herbalife® products.

In this guide, you will learn business methods that work and discover how you can use them to build a sustainable customer base. These methods have been used as a starting point by thousands of successful Herbalife Independent Distributors around the world. Some use only one or two methods, others use all of them! Your Sponsor may even have their own unique method.

The common factor between these methods is to build a sustainable customer base and create sustainable personal volume. To do this you need to create, retain and replenish your customers.

By developing a flourishing customer base, you’ll get more opportunities to turn them into new Distributors. If these new Distributors then go on to establish their own sustainable customer base, you create a cycle of growth.

The key is to discuss the different business methods with your Sponsor and choose what is right for you.

Use, Wear, Talk...

Introduction

4


Use Wear Talk is the legacy business philosophy of Mark Hughes, founder and first Distributor of Herbalife. Mark Hughes began using this business method to promote Herbalife and the Business Opportunity with great success.

It is simple and used effectively by millions of Distributors around the world every day, because it helps start conversations with prospects.

Use: Use the products, get results, be healthy.

Wear: Wear the brand everywhere, and wear it with pride.

Talk: Talk to everyone.

6

Use, Wear, Talk...

Introduction

UseBecome a product of the productsRead through the most recent product brochure and discuss with your Sponsor the benefits of each product. Look at what you already use that can be easily replaced with a Herbalife product or gaps in your current diet where a Herbalife supplement can be used.

WearBe the brandThere are a number of ways you can wear the brand, which means you can pick and choose what is right for you. You can wear a badge or Herbalife clothing to create attention, or use signage for your car.

Benefit: By using the products every day you will start to look and feel amazing. With improved health and vitality you will develop your own product success story. Personal stories are a very powerful tool. People relate to people and are inspired by honesty, passion and results.

Benefit: ‘Wearing the brand’ helps to start conversations, people become interested and enquire; it also raises brand awareness of Herbalife.


TalkThe power of talkingThe best way to let people know about Herbalife and Herbalife products is by talking to everyone – starting with anybody you know. The more people you talk to, the greater the chance of getting customers and recruiting.

Benefit: The best customers and Distributors may come from the most unlikely of places, so talk to everyone with enthusiasm. The more you talk, the more comfortable you will become and more likely you are to inspire others.

8

Healthy Breakfast

Introduction

9Healthy Breakfast

“A healthy breakfast provides the body with key nutrients and energy.”This programme is for everyone. It highlights the importance of making the right choices, and how bad choices can really impact on every day and long term nutrition.

Healthy Breakfast is an easy way to start conversations and discuss with ease the benefits of the Formula 1 shake, Instant Herbal Beverage and Herbal Aloe drink as a healthy breakfast option.

To be successful with this programme, Healthy Breakfast involves understanding the common consumer pitfalls of breakfast choices, and the negative effects of choosing not to eat breakfast altogether.

MY

HEALTHY BREAK

FAST

10

Start your day the healthy way

Use, Wear, Talk

• A false myth is that most people skip breakfast – this is not true according to research.

• At least 70% of people do have breakfast – but with today’s lifestyles, people either delay breakfast to mid-morning or simply opt for poor choices (source: Mintel 2010).

• These choices do not provide the nutrients the body requires in the morning.

Breakfast Facts

Importance of a Healthy BreakfastReasons not to skip breakfast• Breakfast accelerates the body’s metabolism.

• Breakfast sets the day’s mood and helps to improve concentration.

• Breakfast helps with weight management.

• Breakfast supplies vital nutrients.

• Eating breakfast helps to control your appetite during the day.

An ideal breakfast• Supplies all the vital nutrients.

• Provides energy.

• Includes water.

A healthy breakfast will get your metabolism in gear and help you avoid unhealthy mid-morning snacks.

The Herbalife Healthy Breakfast1. F1 shake - packed with all the nutrition your

body needs. A tasty F1 shake can be whipped up in a matter of seconds and combines soy protein with plant-based carbohydrates to help you stay fuller for longer.

2. Instant Herbal Beverage - with tea extracts plus natural caffeine powder from tea, which can help you feel more energised and aid your concentration and alertness

3. Herbal Aloe Concentrate - contains 40% Aloe Vera gel derived from the Aloe Vera leaf; to help you stay hydrated throughout the day.

MY

HEALTHY BREAK

FAST

11Healthy Breakfast

Problems of modern breakfastsCarb-based breakfasts• Common breakfast choices include coffee with

a muffin or toast with jam.

• These choices are full of simple carbohydrates and when digested, immediately turn to sugar. By raising sugar levels you force your body to overcompensate.

• Your body does this by removing extra sugar and turning it into fat. As a result, sugar levels drop and this leaves you feeling hungry and weak as your brain lacks sugar.

• This is why you get mid-morning cravings, and want to eat more carbs. This cycle can repeat itself through the day.

Feel

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and

ale

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Early Morning Late Morning

Feeling of hunger, tiredness and an urge for a snack

Urge for a snack

The way a carbohydrate-based breakfast affects your feeling of fullness and alertness

Use, Wear, Talk

12

Skipping breakfast• Skipping breakfast means your body has to draw on reserves

of nutrients and water that will have depleted overnight.

• In this situation you are not giving your body anything; blood sugar levels drop and you begin to feel hungry.

• As a result you look for simple carbohydrates (chocolate, coffee with sugar, cookies etc) for energy and to raise your blood sugar level.

• By not giving your body any nutrients the same cycle repeats throughout the day – opting to reach for simple carbohydrate options.

The way skipping breakfast affects your feeling of fullness and alertness

• Consuming excess carbohydrates makes your body work at constant overload. An unhealthy breakfast is therefore a key contributor to a number of health issues and extra weight gain.

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Limited energy and alertness, drawing on reserves from the day before

Feeling of hunger, tiredness and an urge for a snack

Limited energy

Hunger Urge for a snack

Healthy Breakfast

HADYOUHAVE

YOUR HEALTHYBREAKFASTTODAY?

13Healthy Breakfast

What makes a healthy breakfast?

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A breakfast that is balanced and protein based

A sensation of feeling fuller and alert for longer. Better balance of carbohydrates, protein and fats

Feeling fuller and alert

MY

HEALTHY BREAK

FAST

The way having a balanced breakfast affects your feeling of fullness and alertness

• Breakfasts with the right nutritional mix release energy slowly, keep you fuller for longer and help you control your weight by limiting your need for snacks.

• A healthy breakfast provides the body with key nutrients and energy without increasing blood sugar levels.

• It helps to avoid a dependence on simple carbohydrates.

• The result is your appetite stays under control, you don’t crave carbohydrates and your body uses its own stored fats for energy.

14

Healthy Breakfast

Use, Wear, Talk

Typical Meal Comparison - Weekday

Typical Meal Comparison - Weekday

Information based on a typical serving from a leading high street retailer

Typical BreakfastCalories: 572 Fat: 11.5g

And... very little nutritional value

OR

ORTypical BreakfastCalories: 779 Fat: 41.2g

And... very little nutritional value

Based on one serving of Formula 1 Strawberry per 26g portion with 250ml semi-skimmed milk (fruit not included)

Formula 1 StrawberryLower Calories: 217 Lower Fat: 1.5g And...

more VITAMIN A than a mango

more VITAMIN C than a banana

more PROTEIN than a 62g chicken

more FIBRE than 50g broccoli

more CALCIUM than 200g yogurt

more IRON than 115g beans

Low fat muffin and skim latte http://caloriecount.about.com

Formula 1 StrawberryLower Calories: 217 Lower Fat: 1.5g And...

more VITAMIN A than a mango

more VITAMIN C than a banana

more PROTEIN than a 62g chicken

more FIBRE than 50g broccoli

more CALCIUM than 200g yogurt

more IRON than 115g beans

Based on one serving of Formula 1 Strawberry per 26g portion with 250ml semi-skimmed milk (fruit not included)

See how the Formula 1 shake really compares with other breakfast choices:

Breakfast is a meal that you should not skip!“As soon as you wake up, your body needs nutrients to kick start the day the right way. It has just spent many hours without anything so you need to hydrate your body and provide it with balanced nutrition. Each morning opt for a good source of carbohydrates and fibre such as wholemeal bread or non-sugary muesli or cereal to help you sustain your energy levels and feel fuller for longer, helping you to avoid a mid-morning snack. Protein can help you feel fuller for longer but I doubt that a glass of milk or yoghurt will do the same. A piece of fruit or a glass of fresh fruit juice would provide you with a good level of vitamins and minerals to get you off to the right start. Tea or coffee add to your fluid intake for hydration, but only in moderation because of their caffeine content.”Luigi Gratton, M.P.H. Vice President of Nutrition Education, Herbalife

15Healthy Breakfast

1. The Formula 1, Instant Herbal Beverage and Herbal Aloe Concentrate products

2. Knowledge of the problems associated with common breakfast choices.

Download all Healthy Breakfast training and marketing materials from MyHerbalife.com.

How do I get started?To get started with the Healthy Breakfast programme you need to become familiar with two things:

Luig

i Gra

tton

, Vic

e Pre

sident of Nutrition Education, Herbalife

16

Wellness Evaluation

Introduction

17Wellness Evaluation

Wellness Evaluations are a great way to engage people, capturing them for a few minutes of their time. In exchange, you provide them with information that they might not know about their nutrition.

Completing a Wellness Evaluation involves answering a number of questions which identify common indicators of someone’s general nutrition and well being – providing opportunities to then talk about some Herbalife solutions.

“It provides the opportunity for someone to develop confidence and trust in you.”

The Wellness Evaluation is a great ‘all in one’ tool for speaking with prospects. It can help you to:

• Generate leads by providing a free service pitch to prospective customers - a ‘hook’

• Have a progressive and detailed conversation to understand the real needs of the prospect

• Offer the prospect useful wellness tips and present the Herbalife nutrition solution

• Convert prospects into customers through the Wellness Evaluation

• Potentially receive referrals from Wellness Evaluation customers - one of the best sources of leads

18

Wellness Evaluation

Use, Wear, Talk

Types of Wellness Evaluation1. A full Wellness Evaluation with a prospect will be followed up with a presentation

of the Herbalife nutrition solutions, as well attempting to generate referrals.

2. A mini Wellness Evaluation involves things like body fat monitoring e.g. during a roadshow or Weight Loss Challenge (where you have the opportunity to engage in a conversation and take some measurements). You would then follow this up with a full Wellness Evaluation.

N.B. The meeting with a prospect can be person to person or online, and can take around 40 minutes.

How to work with a Wellness Evaluation• The Wellness Evaluation Questionnaire (SKU 6767) tool

is an easy-to-use, professional, leave-behind piece of literature, designed to help Distributors increase retail sales and retain their customer base.

• Helps to begin a relationship with prospective customers as well as take relationships with existing customers to another level by helping them to achieve their health and wellness goals.

• You can conduct Wellness Evaluations in many situations e.g. one-to-one, during a roadshow, at a Weight Loss Challenge, inside your Club and more!

Make sure to wear your Wellness Coach badge (SKU 8389)


Starting up a conversation 1. Start to generate leads by speaking to friends, family members,

colleagues - people you already know who are a part of your ‘circle of influence’. As you start to book Wellness Evaluation appointments, make sure you always ask for referrals. Set your target e.g. 30-40 Wellness Evaluations a month.

2. Ask what ‘wellness’ means to your prospect

3. Get to know your customer; establish their current wellness state (nutrition, lifestyle and exercise habits, as well as BMI and body fat analysis).

4. Conducting an actual Wellness Questionnaire with your prospective customer, will help to define their current habits, wellness score and level.

5. Validate the information Herbalife provides by talking about the credentials of our leading professors such as David Heber, Luigi Gratton etc.

6. Talk about the nutrition habits that affects a person’s lifestyle. Refer to some of the topics from the Weight Loss Challenge.

7. Ask your prospect if the Wellness Evaluation was useful (try to generate referrals if they had a positive experience).

8. Ask them if they would like to hear about the nutrition solutions that Herbalife could provide. If so, present this well, share your story and maybe the stories of your other customers.

9. Don’t be afraid to ask which shake flavour they would like to start with...and when! (and how they would like to pay).

20

Use, Wear, Talk...

Use, Wear, Talk

Wellness Evaluation

Use, Wear, Talk

Preparing for the appointmentOrganise yourself with various tools which may be important to use during the Wellness Evaluation:

• Product brochure

• Pitch book

• Body fat measure

• Tanita scale

• Appointment card/postcard/flyers

Learn about the products and good nutrition habits that Herbalife provides (visit MyHerbalife > Tools & Training).

Ensure you have a good product story, be prepared to tell it well, and show photos if appropriate (practise with family and /or your sponsor beforehand).

Practise your pitch!

Follow Up• Make sure you follow up on your prospects that have undertaken Wellness

Evaluations, and shown interest in the products.

• Don’t chase or harass people though - good relationships with customers are built up over time. Be punctual if you promised to follow up!

• Manage well the referrals you might receive. Always call referrals to arrange meetings, and explain how you received their details. Organise a filing system for managing your leads.


• You do not need to be a nutritionist or fitness instructor to carry out Wellness Evaluations. Anyone who is familiar with the tools can carry out Evaluations!

• Similarly, you can approach anyone to receive a free Evaluation and not limit yourself in the type of person you approach!

• Make customers feel at ease by talking about their health and nutrition first, rather than trying to sell products or talk about their weight straight away.

Tips on approaching customers

Additional points:• Always look smart and professional - either business

professional or Team Herbalife clothing

• Try to keep yourself looking healthy and well

• Do not try to impress customers with your nutritional knowledge.

The key is to understand their individual needs, and to talk to them about this and make them aware that the Herbalife solutions can help lead a healthy, active life.

3.

2.

1.

22

Shake Party

Use, Wear, Talk

23Shake Party

Shake parties - also known as home parties - are an effective way of developing circles of influence of our customers and Distributors.

“A great way to attract new participants to Weight Loss Challenges and Nutrition Clubs or Wellness Centres.”You can effectively build deep downlines by developing circles of influence through shake parties.

24

Shake Party

Use, Wear, Talk

Why use them?• A Shake (or Home) Party provides a more ‘personal’ location to

talk about good nutrition habits, conduct Wellness Evaluations as well as sample different shakes.

• They are also a good opportunity to hold a Healthy Breakfast event if this is a pitch you are already using.

• Due to the personal setting maybe at the customers’ house, they become easier to generate referrals through your customer’s circle of influence.

Scheduling a Shake PartyCustomers do not always understand why they need to invite their friends and neighbours to a Shake (Home) Party. It’s no wonder. They came to you initially to solve THEIR own problems. They had no intention to help everybody around them.

However, as soon as they get their own successful result, you have a pretext to talk about a Shake Party.

You won’t be able to organise shake parties with all your customers, but many of them will be happy to help their friends to learn the basics of good nutrition and weight control.

Your success here depends on three factors:

1. A conversation about the upcoming Shake Party2. The customer’s results 3. Good relations and trust between you

If your customer is not ready for a Shake Party yet – no problem. Discuss it again in a couple of weeks. For such a conversation you will need a separate meeting at the Nutrition Club or at the customer’s place.

25Shake Party

Tips to overcome some common pitfalls...Some Distributors who have not learned how to schedule shake parties find it difficult to do so with existing Distributors and customers. So they decide it’s not worth their time and spend 100% of their time attracting strangers. It’s a wrong approach. You have to combine developing circles of influence and attracting strangers.

• Mention at the very beginning of your work with a new customer that your nutrition programme includes visiting the customer at home to:

- to personalise their programme - help understand the products - learn how to read product labels at home - to conduct a regular Wellness Evaluation

• If the customer knows from the beginning that in a few days you will visit them, scheduling a home party will become easier.

• Mention at the end of each Weight Loss Challenge, meeting or one-to-one in the Nutrition Club that meetings at the customer’s home are a part of your programme. Then everybody will gradually get used to it.

• Some useful tools to take with you to your Shake Party:

1. TANITA scale 2. Measuring tape 3. Pitch Book 4. A file with customer stories

Weight Loss Challenge

Use, Wear, Talk

26

27Weight Loss Challenge - visit www.myweightlosschallenge.com for more information

“It gives you the opportunity to bring together a large number of people with a similar goal.”

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Participants pay a nominal fee to enter the Challenge and ‘Weight Loss Payouts’ are paid from this fund to the top 3 participants who have lost the greatest percentage of his/her weight by the end of the Challenge.

Weight Loss Challenge can be an effective method for retail, recruitment and duplication.

It is a 12 week programme where coaches help a group of participants work towards their weight-loss goals and improve their wellness and nutrition habits, in a fun group environment.


Use, Wear, Talk

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Rules

• Familarise yourself with your local Weight Loss Challenge rules and regulations.

• It gives you the opportunity to bring together people with similar goals

• Coaches have the opportunity to discuss with the group, nutritional topics every week, which then allows them to talk about related Herbalife products.

• Over time, as participants start to use the products, simultaneously they also develop a relationship with their Weight Loss Challenge coach and Herbalife.

Getting Started

Why use it?

Download the Weight Loss Challenge manual from: myweightlosschallenge.com

Weight Loss ChallengeM a n u a l

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Tip: You will have already picked up plenty of experience as a Distributor before running your own Weight Loss Challenge.


Location • Research and find a location for your weekly meetings.

• You need to look for a space that will allow room for 20 + people. It is important to find an environment that is warm and friendly with access to tables and chairs.

• A kitchen area would be beneficial to be able to prepare samples. Ideal locations include a church, library, office space, school or community centre.

• It is great to try and find a location that is free of charge, although in most instances you will have to pay a small weekly fee to rent a space.

Advertise • Advertising should begin 10 – 14 days prior to your

Weight Loss Challenge.

• Generating leads should be an ongoing process. It is important to use a number of different methods to generate leads including: contacting existing customers, using flyers, posters, newspaper advertisements, referrals, emailing and texting previous leads, carrying out Wellness Evaluations or free body fat testing.

• Familiarise yourself with the phone scripts in Section Two of your Weight Loss Challenge manual; alternatively prepare your own phone scripts. Record a voice message on your phone, providing clear instructions for them to leave their details and you will call them back.

• Be ready with a registration list to collect your participants’ information.

Didn’t think there

was a fun way to manage your

weight? Join the Weight Loss

Challenge and find your

inspiration, to achieve your

weight loss goals.• Support from your personal wellness coach

• Information on good nutrition

• Inspiration and fun in a group environment

*IfyouareoneofthetopachieversinyourChallenge

ONLY £39 for the full 12 Week Challenge

Terms and conditions:1.Chargesforparticipationaretocoveradmin,venuecosts,refreshment

andtheweeklyprizefunds.2.ThisWeightLossChallengeisoperatedbyyourIndependentHerbalife

Distributor,howevernopurchaseofproductsisnecessarytoparticipate.3.Prizesshownarebasedon

20participants.4.Prizesfundsaddanelementoffun&motivationbutourpriorityishelpingindividuals

achieveasafeandhealthyrateofweightloss.5.Fulltermsandconditionsareissuedtoparticipants

whenattendingyourfirstchallengemeetingandcanbemadeavailableinadvanceonrequest.

WEI

GHT LOSS CHALLENGE

• What do you have to lose? •

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“Thanks to the

weight loss challenge

I have never felt so great in my life.”*

*Individualresultsmayvary

STARTING ON:

AT:CALL:

TEXT:

ONLINE:

Pre-register NOW - Only 25 spaces available!

Talk to your Circle of Influence!People you already know (friends, family etc.) might be the easiest leads you may generate.

What do you

have to lose?

Join a fun Weight Loss

Challenge to help you reach

your weight loss goals!

You could even win a cash

prize if you are one of

the top achievers in

your Challenge!

WEI

GH

T LO

SS CHALLENGE

• What do you have to lo

se?

•

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IN A 12 WEEK COURSE YOU WILL GET:

• Group support to cheer you on

• Your own personal coach • Free meal plan

• Helpful tips and information on good nutrition and long-term health

Class size limited, so call now and reserve your spot!

Join the challenge for only £25.

What do you have to lose?

To pre-register or for more information call:

TEL:


Use, Wear, Talk

30

Before you start your Challenge

Registration folders • Prepare registration folders for all participants.

• Each folder should contain: participation agreement, weigh-ins and measure weekly record sheet, welcome letter, references list and a Weight Loss Challenge food and drink log.

• All these documents can be found within your Weight Loss Challenge manual.

The Weight Loss Challenge fee • A minimal amount of each fee must be used to cover

administrative costs and the purchasing of supplies to get you started.

• This fee should be taken prior to the challenge commencing, or on the first night of the challenge.

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Weight Loss ChaLLenge FOOD/DRINK LOgName: ___________________________________________________ Week of: _______________

Monday Tuesday Wednesday Thursday Friday Saturday Sunday

Amount of water (in ml) drank

Amount (in grams) of protein eaten

Number of calories consumed

Amount of excercise (in minutes)- include type

Food/Drink Log: Write down everything you eat and drinkMonday:

Tuesday:

Wednesday:

Thursday:

Friday:

Saturday:

Sunday:


Work as a team • It is great to work as a team. Sharing tasks make it easier

to ensure you can get everything done on the night.

• Utilising the help of participants is also a great way to make them feel more involved.

• Ensure you talk to your Sponsor for advice.

Supplies checklist • Please refer to the check list, and the items that you may

need during your Weight Loss Challenge. This can be found within your Weight Loss Challenge manual.

• Key things may include: products, tables & chairs, scales, measuring tape and a camera.


Use, Wear, Talk

32

Manage your Weight Loss ChallengeRegistering online means you can manage your own challenges, your own Weight Loss Challenge coach profile and your participants’ details. You also have access to additional marketing and training tools e.g. Luigi videos, posters, flyers and training presentations.Register at myweightlosschallenge.com

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Successful Weight Loss Challenges

• Four elements of success: purpose, socialisation, community and result recognition.

• Weight Loss Challenge can take place concurrently with other part-time jobs or business methods. Or make it a full-time job by conducting multiple Weight Loss Challenges.

• Follow-up is key to achieving results. Encouragement is the best possible follow-up measure as it inspires customers to voluntarily talk about their results.

• In order to make the programme more vibrant and achieve results, it is essential to promote friendly competition, offer encouragement and provide information on nutrients, product use and ways to make delicious shakes.

• Gradual recruitment is possible as customers personally experience the amazing benefits of Weight Loss Challenge.

Retailing is the basic business method to recruit Distributors and customers

Personal Appointment• Before your Weight Loss Challenge starts, or very early on,

ensure you have personal appointments with each of your participants.

• During this appointment, you want to understand their personal needs as well as maybe carry out a preliminary Wellness Evaluation.


Use, Wear, Talk

• Develop a rapport with the participants.

• Clearly outline the WLC concept and solution.

• Use validations to generate encouragement and highlight benefits of WLC as a weight loss solution.

• Weigh-ins/measurements and photo.

• Offer Instant Herbal Beverages.

• How did you find out about the programme?

• Distribute handouts.• Share personal stories.• Food/drink log and discuss

first week’s topic: Protein (see following page).

• Introduce the Herbalife programme.

• Talk about and promote next week’s class.

Structure of Weekly Sessions

Weight Loss Challenge Weekly Topic (Week 1)

34

• Participation Agreement

• Pay participation fee

• Receive folder

Registration desk

Independent area

• Measure and record weight

• Every week

Measure weight and body fat

Independent area

• Take and record measurement

• Measurements taken on first, middle and final week

Take measurements

Take photos

• First and last week

Registration desk

Tip: A grand opening party in week 1, with the support of your Sponsors and team, is a great way to start the Weight Loss Challenge

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Protein• Objective: Introduce Protein to your participants, identifying its

importance. Outline good and bad sources of protein.• Tip: Encourage participants to bring along a friend

next week! It is easier for them to stay enthusiastic with the support of people they trust.

Meal Planning and Snacking• Objective: Introduce the concept of meal planning

and talk about snacking with your participants; identify the importance of each, outline the five small meals a day concept. Talk about good and bad snack options.

• Tip: Recognise the positive change and commitment of participants. Encouragement is paramount to their continued commitment.

• Action: Carry out personal appointments for all your Weight Loss Challenge participants. During each consultation, discuss their week one weigh-in results and measurements. Talk through their current diet and exercise routine, work together to set their personal Weight Loss Challenge and nutrition goals.

Week 2


36

Use, Wear, TalkUse, Wear, Talk

Week 3

Energy and Metabolism• Objective: Introduce energy and metabolism and its role in

healthy nutrition. Introduce the concept of Basal Metabolic Rate and things they can do to help increase their metabolic rate.

• Tip: Really encourage group discussion and the sharing of personal goals and experiences. This helps participants to start to feel as though they are part of something.

• Action: Pre and post meeting follow up phone calls. Start communicating with participants prior to and after the weekly meetings. Develop a personal relationship, build confidence, and provide praise and feedback.

For example:

“How did you find the class this week?”

“Can you make it this week?”

“Are you bringing anyone along this week?”

“What products are working for you/which aren’t?”


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Week 4


Carbohydrates• Objective: Outline the importance of carbohydrates, identifying

the difference between simple and complex carbohydrates and their main function in daily nutrition.

• Tip: Introduce new F1 recipes using fruit and/or yoghurt and different flavours. Showing how versatile Herbalife products are will get more people interested in using them.

• Action: Healthy Breakfast and creating customers. Invite people to attend a Saturday Healthy Breakfast event, e.g. events can run from 10 – 11 am. Provide samples of different flavour F1 shakes, Instant Herbal Beverage and Aloe. Share more about the Herbalife Programme – show the bigger picture using the product brochure.

38

Use, Wear, TalkUse, Wear, Talk

Week 5

Nutrition Labels• Objective: Introduce the concept of Guideline Daily Amounts;

discuss the importance of understanding how to go about reading nutrition labels. Make clear that by understanding what you read on nutrition labels, you have greater control over your daily nutrition.

• Tip: Do a recap quiz with prizes at the end of the session. Put your participants into groups to work together, reinforcing the social aspect. It also helps them to think about what they have learnt.

• Action: Show the ‘BIG’ picture by talking about the opportunities with Herbalife. Discuss the various avenues from which they can learn more about Herbalife and the Business Opportunity; STS, HOM, Extravaganzas, Leadership weekends and Spring Spectaculars.

Digestive Health• Objective: Introduce Digestive health, and its

main function. What steps can you take to aid healthy digestion?

• Tip: Recap participants’ personal goals as it is week six, and half way through the Challenge. Identify any participants that need help to redefine their goals

Week 6


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Dining Out• Objective: Introduce Dining Out; identify some important

guidelines for when you are dining out or choosing takeaways. Discuss good and bad food choices.

• Tip: Encourage participants to share their personal testimonials and talk about ways in which they handle food choices when they are dining out or choosing takeaways.

Fibre• Objective: What are the different types of fibre? What is the main

function of fibre? How much fibre should you be consuming and what are the best good food sources?

• Tip: Carry out some product demonstrations and product sampling relevant to the week’s topic. You could talk about Fibrebond and offer samples of Instant Herbal Beverage.

Week 8

Week 7

40

Use, Wear, Talk...

Use, Wear, Talk


Use, Wear, Talk

Week 9

Week 10

Sugar• Objective: Introduce sugar; talk about its different variations

- specifically the difference between artificial and naturally occurring sugars. Talk about what is considered high and low in terms of sugar content.

• Tip: Present some facts within articles about the effects of excess sugar. Offer product samples of the protein bars as a healthy alternative when craving something sweet.

Exercise• Objective: Why is exercise is so important for general

health and wellbeing? What are some simple ways to increase physical activity in your routine?

• Tip: Invite a guest speaker along from a local gym, try and arrange a special deal for your WLC participants if they sign up on the night. Ask everyone to share their personal exercise tips.

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Week 11

Week 12


Heart Health• Objective: What is heart health? Why is it so important?

How does diet and exercise affect heart health?

• Tip: Encourage participants to sign up for another 12 weeks.

Long Term Wellness• Objective: How can the Herbalife programme mean

long term wellness? What are the keys to success?

• Tip: Take final photos and measurements; schedule your participants in for 1-2-1 meetings over the next week. Invite all to attend a final party the following week where you will hand out prizes.

42

Introduction

43Wellness Centre

Wellness Centres are fast becoming a tried and tested way of working in the UK and Ireland and are helping both countries to grow. They do require detailed planning

and preparation, as well as dedication as the model will not payback immediately. However if the correct approach is followed then great results can be achieved.

“It can be a great base to operate regular training for customers and other Distributors.”In essence, they are a physical location from which you can conduct your business activities e.g. customer parties, training sessions, HOMs etc.

44

Use, Talk, Wear

• Wellness Centres are a great method to support retailing, recruitment and duplication, as they provide a location in which Distributors can build and maintain relationships with their customers or those they may sponsor.

• Wellness Centres offer a flexible environment so you, a Distributor, can carry out a number of business methods. These could be: Weight Loss Challenges, Wellness Evaluations, Herbalife Opportunity Meetings and trainings. Being able to do a number of business initiatives in one location is convenient and makes better use of your time.

• Many visitors enjoy the experience of regularly attending a Wellness Centre so much that they become customers or Distributors of Herbalife themselves.

• Whatever DMO you are running, being in a professional and relaxed environment to sample and talk about products, carry out Wellness Evaluations or talk about the business opportunity, is great for developing personal relationships, which in essence is the key to direct selling.

• Wellness Centres give you the opportunity to train Distributors on the job – they can watch and learn from their experience within the Centre.

Why use them?

What are the benefits of running a Wellness Centre?

45Wellness Centre

46

Use, Talk, Wear

• Your Wellness Centre is your main hub of business. Due to the uniqueness of the direct selling channel, there are certain regulations that need to be followed when choosing a location (see following pages).

• Inside your Centre, the nature of activities should focus on creating a social environment for people to meet and develop relationships, learn about good nutrition, find out about the Business Opportunity, and for Distributors to be able to receive other business related training.

The Wellness Centre

Full Office Rules available at myherbalife.com.

47Wellness Centre

Financial Considerations

Operating Considerations

• Cashflow and new overheads that need to be accounted for.

• Make sure you have the time commitment to operate a Centre. This is where most Centres will fail if finances are not considered properly.

Checklist

✓ Rent/lease on premises – tie-in period?

✓ Decoration and painting, interior and exterior.

✓ Furniture costs.

✓ Costs for signage.

✓ Business rates.

✓ Health and safety and any food handling certification.

✓ Utility bills.

• The importance of knowing all your products.

• How to plan your working day.

• Working with your group.

• Types of activity that can go on in a Wellness Centre: Weight Loss Challenges, Wellness Evaluations, Beauty Treatment Sessions, HOMs etc.

Running your CentreThere are a number of operational and financial considerations you should take into account, if you decide to start your own Centre. These are essential towards creating a successful and profitable Centre:

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Use, Talk, Wear

Key Regulations for Wellness Centres01. Distributors must take measures to ensure their office location is not perceived as a store, restaurant, franchise or other “Retail Location”.

02. Herbalife does not permit Distributors to place signage related to their Herbalife business or Herbalife activities on the exterior of their office or office building. However a small plaque adjacent to the door is permissible under certain conditions. Please refer to the UK & Ireland Office Rules for full details.

03. The name of the office may not advertise services offered (for example, Herbalife product available, Weight Loss Challenge etc).

04. Offices operating in non-residential locations must ensure the interior of the office is not visible to persons from the exterior by use of window and door coverings, and external doors must remain closed. Window and door coverings must be frosted or opaque, plain, and unbranded. Coverings for doors and windows may not contain any text, graphics, color schemes, or pictures/images.

05. Distributors may sample and sell Herbalife products, in their office, provided the products are not advertised for sale, and no products may be visible from the exterior of the office, street or sidewalk. All product offerings must be consumed within the office. Carry-out is prohibited.

06. Distributors operating their Herbalife business from an office may display Herbalife products, Herbalife produced brochures/literature, and promotional items in their office, provided they are not visible from the exterior of the office, street or sidewalk.

49Wellness Centre

I invite you to my Wellness Centre!

Familiarise yourself with your local Office Rules• Local Office Rules are available to download from myherbalife.com.

Find Customers / Have Systems• Utilise existing tools to help get started.

• Invite new customers every day.

• Use branded invitations to give your Centre credibility.

Educate New Customers / Training System• Use your Centre to have fun with your customers.

• Teach Customers about good nutrition.

• Explain that everyone needs good nutrition.

Use Other Business Tools / DMO’s• Your business should use activities you are comfortable with.

• You can use other business methods inside and outside the Centre.

• Add Centres to your other successful business activities.

Top Tips to Get Started

Remember, at the end of the day, you are managing your business, not just a Wellness Centre.

• Taste is important! Get participants to taste the products - this will help them with their decision to purchase products from you

• Use the Herbalife product brochure or Personalised Nutrition Solutions DVD regularly, as support tools, when presenting Herbalife products. Give participants the brochure/DVD to take home, read and share with others

• Ensure participants feel welcome and make sure your club is clean and visually appealing

• Always use official Herbalife material. Unauthorised materials may contain information that could compromise your business

• And remember that the power of duplication is the key to your business

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Use, Talk, Wear

Top Tips to Get Started

Nutrition Clubs, conducted at residential or non-residential locations are social gatherings, bringing together persons who become members wishing to focus on good nutrition and regular exercise in order to achieve optimum health. • Nutrition Clubs are places for socialising, tasting Herbalife products and where participants

share their experiences on well-being and achieving a healthy lifestyle

• Nutrition Clubs are a great method to support retailing, recruitment and duplication, as it supports the introduction of prospects to Herbalife products and this helps build a strong customer base.

• Depending on the type of Clubs, it can be a great base to operate regular training for customers and other Distributors.

51Nutrition Club

01. All Nutrition Clubs must display the Nutrition Club advisory and business license.

02. You should refer to your Nutrition Club manual for a full list of hygiene and sanitary best practices.

03. Nutrition Clubs operating in non-residential locations must ensure the interior of the Club is not visible to persons from the exterior, by use of window and door coverings. Window coverings must be plain, frosted or opaque and must be unbranded. They may not contain any text, graphics or pictures. There may be nothing visible from the exterior of a Nutritional Club that indicates or suggests the services offered as part of a Nutrition Club (for example, Herbalife products, posters, materials, images etc).

04. Herbalife products may not be displayed in a retail store format where they can be viewed from the outside. Only one of each products can be displayed inside the Nutrition Club away from an outsider’s view, so that members may check details regarding the products.

05. Only Herbalife products authorised for UK & Ireland may be provided for consumption or sale while operating a Nutrition Club. Non-Herbalife products may not be provided, sold or promoted on the Club premises.

06. Product offerings must be consumed on the Club premises. Carry-out is prohibited.

07. A daily, weekly, or monthly membership fee may be charged to cover operational costs such as rent, utilities, etc; these membership fees must not represent the price or cost of products, which may be offered to members and their guests for consumption.

Key Regulations for Nutrition Club Operators

Full Nutrition Club rules are available in the Nutrition Club manual, also available at myherbalife.com.

A brainchild of Founders Circle members Enrique Varela & Graciela Mier of Mexico, Nutrition Club first opened in 2001 to successfully recruit and retain members.

Along with traditional business methods, Nutrition Club has gained popularity as a major DMO (daily method of operation) and is being used by Distributors worldwide as an effective business tool.

52

Total Plan

Introduction

53Total Plan

“The Total Plan is a business model that shows you how to use product demonstrations to:

Total Plan is both an acquisition and retention tool for your customers and your downline.

This approach is a great door-opener, providing your new and existing customers with a free and valuable service, whilst being able to demonstrate Herbalife products in a casual setting.

Find new customers, build a sense of community with current customers, and recruit potential new Distributors.

54

Total Plan

Use, Wear, Talk

The Total Plan experience1. Invite participants for a free facial

Reach out to family, friends and current customers to offer them a free facial using Herbalife’s skin care products.

2. Demonstrate your expertise Educate your prospect on skin care, nutrition and Herbalife.

3. Ask for referrals Ask your guest to provide you with names of others who might enjoy a free facial.

4. Generate sales Make product recommendations and provide the cost.

5. Have fun Make the experience fun and be sure to keep in touch to keep new customers engaged and motivated.

invite

sales referrals

educatefun

55Total Plan

How to get started?Invite participants for a free trial!

• Find one, two, or even three people to offer a free facial to and set up a meeting time

• Consider your family circle first

• Practise using the provided scripts. This will help build your confidence

• Contact your Sponsor for any support prior to your first meeting

Tip: Choose your customers wisely as they will help form your referral base

The forces behind the Total PlanThe combination of four particular aspects of the Total Plan can help you achieve increased efficiency, professionalism, customer loyalty and independence.

• Prospecting: becomes targeted and easier as its aim is to offer a “free service” allowing for a faster growing customer base. By starting within your family circle you can gain practise and confidence

• Presentation: Utilising a pre-defined scenario and efficient tools allows for a professional presentation of the company, product demonstration and a free service to be offered. The result is sales and/or referrals

• Loyalty: Keeping a customer engaged to motivate and encourage using promotions, newsletters, postcards and loyalty points will lead to success for everyone.

• Coaching: A potential customer learns about nutrition and wellbeing and appreciates your competence. They are left feeling they have been assisted in a professional and efficient manner.

56

Roadshows and Sampling

Introduction

57Roadshows and Sampling

Roadshows are a great tool for duplication as you can use it to ‘tell-show-try-do’. You can work with teams towards getting active leads and supplying them with a stock of quality leads.You can offer product samples as give-aways and provide free Wellness Evaluations (see page 16).

When customers try products that they enjoy or that work, they are more likely to purchase and recommend them.A cost effective way is to give those who have done a Wellness Evaluation a voucher for a free healthy meal (shake or F1 express bar). Invite them then to your place of business e.g. office, centre, club, Weight Loss Challenge for free shake tasting as part of the follow up process after the roadshow.

Roadshows are highly visible and give you instant access to purchase-ready shoppers, often in premium high traffic locations.

You can set up a table or Herbalife booth in shopping malls, outside supermarkets - any area where there is high footfall.

“The focus of roadshows is to connect with people...Share your stories and get them talking about themselves.”

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Use, Wear, TalkHerbalife Independent Distributor Active Logo 2010 10x20 Foot Tent full back wall and full height side walls

Pantone 368c (100%)65c, 0m, 100y, 0k

Why use it?• Roadshows are effective as they are interactive, enabling

you to talk about Herbalife to a number of prospects in a short period of time.

• You are not only creating opportunities for sales, you are creating brand awareness and showcasing your business and the Herbalife Business Opportunity.

• It is also a great method to ‘tell-show-try-do’ with your Distributor team, by working and sharing experiences with each other.


• Research possible venues and events for your roadshows, options include your local shopping centre, fairs (e.g. health or fitness) and convention centres.

• Different locations will have different levels of footfall. It is always important to choose a location that receives a lot of foot traffic for maximum exposure.

• A suitable venue or event is one that is considered a ‘one-off’ activity. Regular attendance at venues could be considered as a fixed retail environment, even though you may not be selling products at the venue. It’s important to always get feedback from your Sponsor.

• You must always register your roadshow with Herbalife. By doing this you ensure that you have specific permission to conduct the roadshow and this helps avoid any potential breach of Herbalife rules.

• Consider the cost (does it include tax?), duration of hire, what time you can gain access, where can you store items, etc. Ask what promotional items are permitted, eg. using a sound system, wet or dry sampling etc.

1. Choosing the right venue or event

Herbalife Independent Distributor Active Logo 2010 10x20 Foot Tent full back wall and full height side walls

Pantone 368c (100%)65c, 0m, 100y, 0k

Top Tips for successful Roadshows

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2. Preparing for your Roadshow

• Good planning is the key to successful road shows.

• Choose products to sample that are a good fit with your target market. (e.g. LiftOff®, Protein Bars etc). Ensure that everything is labelled* correctly and pre-packaged prior to the event.

• Sampling F1 shakes involves a great deal of time and regulatory complexity, so should be considered carefully. Samples should be correctly labelled and no products displayed. Focus should be on interaction with people. Sampling on-site is not necessarily required.

• Find out the space you’ll be given, footfall, the layout of the venue and what set-up you’ll need to do. Determine what promo materials (banners, booths, tents etc.) you can utilise from Herbalife or from your upline.

• Make yourself aware of any restrictions of the venue or event and plan around these.

• Determine how many people you are allowed to have on your team at the venue or event (some shopping centres or events will restrict the number of people who are allowed to man the booth).

• Body fat testing and Wellness Evaluations are effective (make sure you have all the appropriate equipment you need).

*Important: When handing out product samples, Distributors must ensure that each sample is distributed along with the product’s full ingredient list, unless this information is already printed on the product packaging.


• Quality over quantity. The focus of roadshows is to connect with people; you do this by offering free samples and Wellness Evaluations. Share your story with people and get them talking about themselves, this way you can identify more easily how Herbalife products can help them.

• Set up early and rehearse with your team. Make sure everyone is aware of their roles on the day. (Working behind the booth or out working on the floor).

• Ensure you and your team wear official Herbalife clothing; this increases professionalism.

• Collect leads; once you have carried out the Wellness Evaluation ask them to recommend friends and family who they think will benefit from also completing a Wellness Evaluation. As they sample products, take notes, ask questions and grade your leads - identifying those you feel are stronger.

• Make sure you initiate a follow up before prospects leave. Confirm you have their details and present them with a carry bag of samples and relevant product information - letting them know that you will make contact with them and follow up.

3. Staging a Roadshow

5. Following up

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• Follow up is the most important step for building your customer base, which in turn creates product sales. It is best to contact leads within 48 hours of having spoken with them.

• If you have a lot of leads, spilt them up between your team. Talk about what to say during your follow up calls and if you are not sure, talk to your Sponsor.

• Make sure you track your results: sales, website hits, calls that are returned and the number of new customers and Distributors you receive within a certain time period after the roadshow.

• Volume points measure the return on your investment.

• Document your successes and failures so you do not forget. This will help you become more efficient and better prepared for your next roadshow.

4. Suggested Lead Generation

• Hand out flyers prior to your roadshow event, and include your contact details. You may have to ask for permission to hand out flyers (e.g.some shopping centres will not allow this).

• Give away samples, offer free Wellness Evaluations, body fat analysis, gift bags and approved Herbalife literature


• There are rules that need to be followed, and these must be followed to ensure the ongoing success of roadshows as a business method.

• Always assume that everyone you speak to during the roadshow is a journalist. How would you talk about Herbalife – if you think you need media training please talk to your local Sales team.

6. Rules

Download all Roadshow and Sampling training and marketing materials from MyHerbalife.com

Common pitfalls• Do not operate a roadshow for too long a period - the smaller

the footfall, the shorter the period. For example, in a small city more than 2 weeks in one location could result in speaking to the same prospects.

• When conducting body fat testing and Wellness Evaluations, choose your words carefully when explaining the results, never use medical claims.

• Never test under 18’s.

• Do not feel rushed if there are people waiting; take your time with each and every customer.

• When asking for contact details ask for an email address first then a telephone number, as people are much more inclined to provide an email address.

• Learn to filter uninterested prospects. Some people are happy for you to spend your time talking to them but have no interest in the products or business opportunity. In these situations ask to give them a call later to talk more and then move onto the next customer.

64

10 steps to building a successful and sustainable business

Use, Wear, Talk

1. Find your customers• Utilise existing tools to help get started.

• Allow yourself time every day to find new customers.

• Use branded invitations to give your business more credibility.

2. Educate new customers• Use your different business methods as an

opportunity to have fun with your customers.

• Teach customers about the principles of good nutrition.

• Everybody needs good nutrition – regardless of age, sex, body shape, life stage etc.

4. Use other business tools• Your business should be made

up of activities that you are comfortable with.

• Use the methods described in this brochure to help get you started.

• When your method is successful, don’t stop what you’re doing!

3. Have patience• Organising your various business methods requires

commitment and hard work.

• Try to learn from other Distributors.

• Taking care of your customers should always be your priority.

When you have a business that is not only successful, but sustainable, you reap the rewards. Operating a sustainable business encourages you to focus on long term goals and strategy plus gain benefits such as increased efficiency, cost benefits, the ability to avoid cycles of volatility and improved reputation.So use these 10 steps to help guide you in creating and maintaining a sustainable business.

6510 steps to a sustainable business

10 steps to building a successful and sustainable business

5. Keep on building• Duplication can lead to Royalties.

• Teach your downline to take over what you have started – so you can also do more.

• Work with a team if you can, to share responsibilities in running your business.

6. Move to teaching other Distributors• Become a leader and train others in operating successful

business methods.

• Managing your time is crucial for ongoing success.

7. Become a trainer• Position yourself as someone who trains others.

• Incorporate training events as part of your organisation. This includes arranging STS and HOM events.

8. Manage an organisation• Duplication is the key to success.

• To keep growing, travel and liaise with other Distributors.

• Develop an organisation with many business methods and activities.

9. Work with everyone• No matter what organisation they are in.

• Multiple lines of Distributors can work together to build success.

10. Start at the first step• You should always look to find customers.

• At the same time, you should look at every aspect of your business, and if necessary, make adjustments to continue to improve.

• Be pro-active.

Activities and Results 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 Total

Calls to people you know

Surveys conducted

Telemarketing calls

Total calls made

Invested in advertising etc.

Flyers distributed

Pull tabs

Newspaper ads

Total calls received

Appointments made

Meetings conducted

New customers

Referred customers

Repeat customers

Total sales

Time spent today, hours

Profit per hour today etc.

Total retail profit

New Distributors

Customers turned DS

Wholesale profit

Total profit

66

Monthly Checklist

Use, Wear, Talk

Retailing business activities for the month of:

67Monthly Checklist

Activities and Results 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 Total

Calls to people you know

Surveys conducted

Telemarketing calls

Total calls made

Invested in advertising etc.

Flyers distributed

Pull tabs

Newspaper ads

Total calls received

Appointments made

Meetings conducted

New customers

Referred customers

Repeat customers

Total sales

Time spent today, hours

Profit per hour today etc.

Total retail profit

New Distributors

Customers turned DS

Wholesale profit

Total profit

©2011 Herbalife International, Inc. All rights reserved. Printed in Europe. February 2012

Disclaimer:We have made a great deal of effort to make sure the content in this pilot brochure is correct at time of going to print. Herbalife reserves the right to review the viability of

content, as circumstances require. Content is regularly reviewed and is subject to alteration from time to time. The information in this brochure is for guidance and tips only.

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